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Articles on selling, marketing and branding, success, motivation, sales management, communication, prospecting, relationship building, and more.
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What Kind Of Salesperson Are You?
By Will Turner
Did you know that there are two kinds of salespeople in the world? That’s right, there are two different kinds of salespeople and they sell very differently. Knowing which one you are and how to use that information will make the difference between a mediocre or meteoric career in sales. See if you can tell which type you are.
The first kind of salespeople are those who are benefit-seekers. These folks are the ones who are always looking to the stars, seeking opportunities to grow and sell more. They love open-ended commission scales. They are motivated by the opportunity to achieve and get more out of life and seldom think of the possibility of failure. Benefit-seekers are generally very self-motivated and will maximize any incentive program they see. The top salespeople in every field are benefit-seekers. Unfortunately, only about 15% of us have learned to be this way.
The second kind of salespeople are consequence-avoiders. These are the folks who really want a little salary with their commission, who like to avoid risk, if possible. They are the ones who, rather than reaching for the stars, add up their monthly personal expenses and earn just enough to cover them. Consequence-avoiders are motivated primarily by the desire to keep bad things from happening, such as losing their jobs or not being able to pay their bills. Fully 85% of us have been taught to be consequence-avoiders.
Be honest with yourself – which one are you? Are you in the top of your company or do you do just enough to get by and make a decent living? Do you want to make a change? Well, the good news is that both of these are learned behaviors and therefore they can be changed. Not only that, but the change isn’t that hard, it just takes a little time, some commitment and a bit of discipline. In next month’s newsletter we’ll talk about how to make the transition from mediocrity to superstardom and how to make that change fit into your personality.
© Dancing Elephants Achievement Group 2003